Scott Channell works with sales leadership and executive teams who have capable people not performing at the level their ability warrants — and who want a research-grounded framework, not another motivational program, to close that gap.
Your team is capable. You know it. They know it. And yet the gap between their potential and their results persists — despite the training, the tools, the effort, and the investment.
The performance gap between capable sales professionals and top 10% performers is not a talent gap. It is not an effort gap. Three decades of working with sales teams and the research behind BizDev Champs Magazine point to the same conclusion: it is a decision gap — seven specific decisions that widen or narrow the gap between capability and performance.
What makes this consequential is that those decisions follow recognizable patterns. They are not mysterious. The seven decisions are already in play — the question is which direction they are moving you. The decision patterns of top performers are identifiable, teachable, and transferable.
In this session, Scott Channell draws on behavioral science research and three decades of direct client work to examine each of the seven decisions with your team — where they show up in the sales process, what they look like when they’re working against you, and exactly where your highest leverage is to close the gap.
Attendees leave knowing which decisions are currently working against them,
which are working for them, and exactly where to focus to close the gap.
A half-day working session for sales teams ready to find their highest leverage and close the gap between ability and results
Your sales team doesn’t need another training program. They need a focused, honest examination of where their current decisions are producing the results they want — and where they are not.
The performance gap between capable sales professionals and top 10% performers comes down to seven specific decisions that widen or narrow the gap between ability and results. Most teams have never examined those decisions together, in the same room, with a framework that forces honest analysis and an outside voice that has no stake in the existing assumptions.
That is what this workshop delivers.
Working through each of the seven decisions, Scott Channell guides your team through a structured examination of where their decisions currently stand — challenging assumptions, provoking honest analysis, and forcing the kind of clear-eyed evaluation that is difficult to reach from inside any organization. The framework provides the structure. The questions provoke the thinking. But the conclusions belong to your team.
They decide where the leverage is. They identify which decisions are working for them and which are working against them. They determine where their best effort will have the most impact.
Teams leave with something more actionable than a keynote can deliver — not just framework clarity but a shared, specific understanding of exactly where to focus to close the gap between their current performance and what they are capable of producing.
Scott Channell is the Publisher and Managing Editor of BizDev Champs Magazine and the author of eight books on sales and business development. The frameworks behind The Decision Edge are drawn from three decades of direct client work and the behavioral science research that grounds BizDev Champs editorial content.
Scott has worked with leadership teams inside large, complex organizations — including Fortune 100 institutions, nationally recognized brands, and the largest franchisor in the United States.
Keynote and workshop availability is limited. To explore whether The Decision Edge is the right fit for your organization, contact us or book a conversation here.